Ryan Serhant is a real estate broker, CEO, and founder of SERHANT., a vertically-integrated mega brokerage comprising an in-house film studio, education arm, marketing division, and technology platform. He’s also a bestselling author, producer, and star of Bravo’s Million Dollar Listing New York and Sell It Like Serhant. He led the #1 ranked (in sales volume) real estate team in New York City in 2019 with just under $1.45 Billion in sales.

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  • His mantra is: “Expansion. Always. In all ways.”
    • It’s about growth.
  • Work to find your own brand and mantra — It must be honest and genuine for you.
  • A learning exercise for you to do: A “self-audit.” Ask your friends and colleagues, “When I’m not around and you’re describing me to others, what do you say?”
    • Find friends who are willing to be honest with you to better understand what you’re known for… If you don’t like it, work to change it.
    • Ryan Serhant was known as the guy who kept his hands in his pockets and couldn’t look you in the eye. He needed to change that.
  • “Your perception to others is your reputation and your brand.”
  • “Fake it til you make it” is not useful…
    • Instead, Ryan sold the TV producers at Bravo the person and the real estate broker he would become…
    • “When Tom Brady got drafted in the 6th round, he told the owner, ‘That’s the best decision you’ve ever made.’ Tom Brady truly believed that. I believed I would become the best real estate agent in the world.”
    • “I didn’t show them who I was in the moment, I showed them who I could become.”
  • Pivotal moment – Ryan went to the top selling agent in his office and said, “Man, how are you doing this, can you teach me?” And the agent said to Ryan, “Na man, I ain’t telling you shit.” Ryan thought, “Wow. I’m going to have to figure this out on my own. This guy is threatened by me.”
  • The New York City market – “It’s cut throat. I went there for theater school, and stayed because, ‘I would rather regret the things I did, than what I thought about doing and didn’t do.”
  • Ryan depends on a routine to be productive. It is:
    • “I wake up at 4:00am. In the gym by 5:00. 6:00 shower. Baby time at 7:00. First meeting at 7:30. I figure I wake up three hours earlier than most people. If you multiple that 3 hours times 365 days, I get on average 30 more days per year than others. I like my odds with 30 extra days.”
  • Discipline is critical – “Of course I’m tired in the morning, but I get up and do it anyway. People need to do more things that could better their lives. Do the things within your control.” It’s harder, but worth it.
  • How has becoming a dad changed Ryan?
    • “My wife says it’s being a male nester. I worked harder and worked more while she was pregnant. I want to be the provider for my family. My daughter has made everything bigger.”
    • What about balance? “I have no balance. I’m lucky I found a partner who understands my drive and work ethic.”
  • What to say to those who don’t like him because of the self-promotion?
    • “I’m a real estate broker. I’m a salesman. The difference with me is I don’t hide it. Our job is to promote our success so that we can get the next listing.”
  • Building confidence:
    • “People who spend millions on real estate don’t lack confidence. They want a broker who is confident too.”
  • Big Money Energy:
    • “It’s a unique set of qualities that every successful, confident person has…”
    • Code #1: “When you can’t change your circumstance, there’s one thing you can change. Your energy. I sell a transfer of energy. Of excitement.”
  • Energy
    • “Develop magnetism so others want to be around you. How? Ask questions, be interested in them, listen to their responses, create friendships instead of clients.”
    • “Shift your mindset — What is your why? What’s the wall you’re fighting against? — “I had no money and no connections in NYC. I rode the Subway crying that I couldn’t even get a rental listing… That’s my why.”
  • Commonality among excellence real estate brokers:
    • Must be very organized
    • Follow up is critical
    • Disciplined
    • Relentless work ethic
    • Empathetic – The ability to be excited or sad with a client.
  • There are 3 types of sales people:
    • Car sales – pushes, thinks short term
    • Tour guide – Just points to stuff, never closes deals
    • Push & Pull – They work to get the deal done
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